Assignment 14 2009 IDM 610
The negotiation process consists of three stages: pre-negotiation planning, actual
negotiations, and post-negotiations analysis/critique. The negotiation process is as
important as its outcome. Project managers should be sensitive to human feelings and to
the importance of maintaining good working relationships. Successful negotiations are
based on basic principles that involve focusing on real issues, problems and common
interests rather than negotiating based on objective criteria.
There are two commonly used methods of negotiation: soft or hard. Soft negotiations are
friendly and make concessions readily to avoid conflict and the risk of spoiling future
relationships. On the other hand, hard negotiators take strong positions and try to win, even
at the cost of relationships.
Fisher and ury developed a third negotiation method, called “principled negotiation,”
which is neither soft nor hard but is rather both soft and hard. It emphasizes deciding and
resolving the issues based on merits rather than on positions and it often leads to win-win
situations. This method is based upon four points: separate the people from the problem;
focus on interests, not positions; generate options for mutual gain; and base results on
objective criteria.
Culture has a significant impact on negotiation strategies.
The actual negotiation meeting involves five distinct stages: protocol, probing (using
verbal and non-verbal components which include vocal tones and body language), rough
bargaining, closure and agreement.